Built the CRM infrastructure from scratch, scaling total deal volume +215% across tenure.
They started with a limited Salesforce setup, low adoption, and no reliable way to tie marketing to revenue. Selkire replaced it with a HubSpot pipeline engine that scaled total deal volume 215% across tenure, with an organization-wide rollout and revenue traceable back to channel source. Built from scratch, then owned across Marketing, Sales, and Service.
Built from scratch, scaled across tenure
More than doubled in twelve months
Marketing-sourced, year over year
Share of total annual pipeline sourced by email
Doubled deals in twelve months.
Marketing-originated deals more than doubled the year Selkire defined the funnel, made MQL and SQL criteria operational, and put pipeline visibility in front of leadership. The team didn't grow, the instrumentation did.
A balanced mix, no single lucky lever.
Conferences led on deal volume, inbound led on pipeline contribution, and webinars plus intent data closed material outcomes. Pipeline that keeps producing when a single channel goes cold.
Every practice line grew, year over year.
Per-practice programs across webinars, list hygiene, content, and events compounded into growth on every line. Practice and client names redacted at the client's request.
Search and content that sourced deals.
Search and content were built as a pipeline channel, not a traffic report. First-time visitor sessions expanded 9.5×, directly feeding double-digit deal growth as marketing-sourced deals more than doubled, and that demand landed in the CRM as a 215% rise in total deal volume.
More than doubled in twelve months
First-time visitors, feeding double-digit deal growth
- Full HubSpot build replacing a limited Salesforce setup
- Owned the platform across Marketing, Sales, and Service
- Lifecycle stages, MQL / SQL criteria, and lead tracking across every channel
- Dashboards leadership opens every Monday
- Organization-wide rollout — onboarded, trained, and supported
- 600+ email campaigns and automation workflows with sourced pipeline across tenure
- Multi-channel campaigns and programs across email, events, webinars, and partnerships
- Webinar engine across every practice line
- Inbound funnel and website inquiry routing built end-to-end
- Intent-data integration wired into the CRM
- 215% growth in total deal volume across tenure, built from scratch
- Marketing-sourced deals more than doubled YoY (+115%)
- 51% YoY pipeline growth in a peak year
- 24% of total annual pipeline sourced by email
- 71% YoY increase in closed-won deal conversion
Four + years in-house is where Selkire learned to build a revenue system that a VP of Finance will sign off on and a CEO will quote in the board deck.
Next Case Study: Yours
A short call to understand the gaps, the systems behind them, and whether the work belongs in Selkire's hands.
If it's a fit, we go from there.
Prefer email? elizabeth@selkire.com